《国际商务英语谈判与沟通》-3

Section1

IntroductionAfterChinajoinedWTOin2001,thevolumeofinternationaltradeinChinahasincreasedsubstantially.Whenacross鄄bordertransactionisconducted,theinternationalbusinessnegotiationplaysasignificantroleinbridgingthebuyersandsellerstoreachafairdealofmutualsatisfaction.Asuccessfulnegotiationmeansservingbothparties’

commonandconflictinginterestsintermsofprice,payment,quality,quantityandsoon.Henceitwillleadtothesigningofacontract.Internationaleconomictransactionsareconductedbothverballyandbywriting.Ineithercaseinternationalbusinessnegotiationisanindispensableprocess.Whenthecommunicationbetweentradersiscarriedoutorally,theyeithernegotiateorthroughtelephone.下一页返回Section1

IntroductionTheforeigntradermaytaketheopportunitytoparticipateinatradefairtovisitthedomestictrader.Therefore,lotsofbusinessnegotiationstakeplaceintheinternationalexhibition.Additionally,exporterscanalsotraveloverseastomeettheirtradepartners.Insomecasesbothpartieswillarrangebusinessnegotiationsinathirdcountry.Whenthetraderscommunicatebywriting,businessnegotiationscantaketheformofthee-mail,faxorletter.Inmostcasese-mailsarethemostpopularmeansthatexplainswhyadynamicbusinessmanalwayshasafulle-mailinbox.上一页下一页返回Section1

IntroductionInordertoenterintoacontractbothpartiesmaygothroughadifficultandlengthynegotiationduetothecomplexityofthecontract.Everysingletermintheinternationaltradecontractshouldbenegotiatedcarefullyandthoroughly,suchasthedescriptionofthecommodity,quantity,quality,package,price,shipping,payment,insurance,etc.Owingtothefactthattheinternationalbusinessnegotiationisconductedbetweendifferentbusinessculturesanddifferentcountries,whosepeoplehavedifferentviewsaboutthelinksofnegotiations.Someclaimroughlythreelinksareenough,includinginquiry,offerandacceptance.Accordingtosomearticlesoflawinsomecountries,merelyofferandacceptancecanconcludealegitimatecontract.上一页下一页返回Section1

IntroductionInthisbookwesynthesizevariousideasandconcludefivelinksofnegotiations,includingtheenquiry,offer,counter-offer,acceptanceandconclusionofacontract.上一页返回Section2

Inquiries2.1

GeneralinquiriesAgeneralinquiryisfortheimportertogetgeneralinformationofaproduct,suchasacatalogue,apricelist,samples,brochures,etc.Thiskindofinquirydoesnotmeantodobusinessquickly.CaseOne:ASpecimenLetterDearSirs,WelearnfromtheAmericanChamberofCommercethatyouarealeadingproducerspecializedinmen’sshirtsexportationAtthesetimeswearelookingforsomehigh-endproductsofthistype,especiallyinthebrightcolors.Oursalesarenothigh,butagoodpricecanbeobtainedforfashionabledesigns下一页返回Section2

InquiriesWillyoupleasesendussomedetailedinformationaboutyourexportpricesandtermsofpayment?AlatestcatalogisalsonecessaryWelookforwardtohearingfromyousoonYoursfaithfully2.2

SpecificenquiriesAspecificenquiryisfortheimportertogetdetailedinformationofatargetproduct,suchasthespecification,quality,price,shipment,termsofpayment,deliverydate,etc.Inthiscasetheinquirerhasapurposetoestablishbusinessrelations.上一页下一页返回Section2

InquiriesCaseTwo:ASpecimenLetterDearSir,Weareoneoftheleadingimportersspecializedinmen蒺sshirtsinAmerica.WehaveencounteredyourcompanyattheCantonFair.Weareinthemarketforyourshirts,ItemNo.8975.WouldyoupleasegiveusthelowestquotationFOBGuangzhou,inclusiveofour3%commission,statingtheearliestdateofshipmentandtermsofpayment?Wewouldliketoknowwhatdiscountyouofferonbulkpurchase.上一页下一页返回Section2

InquiriesShouldyourpricebeinlineandthedeliverydateacceptable,weintendtoplacealargeorderwithyou.Wetrustyouwillgiveusanearlyreply.Yourstruly2.3

Oralinquiries:acaseCaseThree:InquiryforHandbagsAtCantonFair,aSpanishbuyerLisaisinquiringpricesatahandbagstand.Buyer:Morning,I’mHenryfromSpain.I’minterestedinyourhandbag.Weneedtoimportalargequantityofthisproduct.Yourexhibitsandcataloguesareattractive.WouldyoupleasegiveyourlowestquotationCIFBarcelona,Spain?上一页下一页返回Section2

InquiriesSeller:Welcomeandthankyouforyourinquiry.Wouldyoupleasegiveyourexpectedquantity?Largeorderswillgetalowerprice.Buyer:OK,couldyougivemeanindicationofthepricelist?Seller:HereareourlatestFOBpricesheets.Allthepricesinthesheetsaresubjecttoourfinalconfirmation.Buyer:IwonderwhetheryoucanquoteusonaCIFbasis.Seller:Yes.WecangiveyoupricesbothFOBandCIF.Youcancomparethemandseeforyourselfwhichpriceisbetterforyou.Buyer:Verygood.Now,Ihaveanotherpoint.Doyouallowmeadiscount?上一页下一页返回Section2

InquiriesSeller:Yes.Wemayoffer2%tradediscountonlyfortheorderinthisweek.Buyer:Howlongdoesyourquotationpriceremainopen?Seller:It’sopenforthreedays.Whencanyoudecidethesizeofyourorder?Buyer:Thatwilldependonyourprice.IfyourpriceisreasonableandIcangetthecommissionIwant,wecanplaceanorderimmediately.Seller:Inprinciple,wedon’tallowanycommission.Butifourorderislarge,wewilltakeitintoconsideration.Fromthepricesheets,youwillfindourpricesareverycompetitive.Youknow,thepricesofmaterialshavegoneupsharply.Butthepricesofourproductshaven’tchangedmuch.上一页下一页返回Section2

InquiriesBuyer:I’mverypleasedtohearthat.Howlongwillittakeyoutodeliverthegoods?Seller:Usuallywedeliverthegoodswithin3monthsafterthereceiptofthecoveringletterofcredit.Buyer:CouldyouacceptapaymentofD/A?Seller:Sorry.Weonlyacceptpaymentbyconfirmedirrevocableletterofcreditpayablebydraftatsight.Buyer:OK.Ican’tmakethedecisionbymyself.IwillcallmyheadofficeinSpainandconsiderthepricecarefully.Iwillcomebacktoyoutomorrow.Allright?Seller:Noproblem.Seeyoutomorrow.上一页返回Section3

Offers3.1

Firmoffers(offerswithengagement)Afirmofferismadetoaspecificpersonorpeopletoimplyorexpressadefiniteintentionoftheofferortoconcludeacontractunderaclear,completeandfinaltradeterms.Onceitisacceptedunconditionallybytheoffereewithinthestatedvalidity,theofferorcannotrevokeoramendit.Thecontractualobligationisbindingonbothofferorsandofferees.Thenacontractismade.Afirmofferusuallybearsthesentenceslike“Thisofferisfirm,subjecttoyourreplyreachinguswithinthreedays.”Oncethereplyexceedsthevalidity,thefirmofferlapsesandhasnocontractualobligationontheofferor.下一页返回Section3

OffersCaseFour:ASpecimenLetterDearSirs,ThankyouforyourenquiryofApril1forour100%CashmereSweaters.WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2014:Men’s

large

US＄50.00perpieceMen’smediumUS＄48.00perpieceMen’ssmallUS＄45.00perpieceTheabovepricesarebasedonCIFVancouverbasisnet.Payment:ByconfirmedirrevocableL/Cpayablebydraftatsight上一页下一页返回Section3

OffersShipment:June/July,2014providedtheL/CreachestheselleronemonthbeforethetimeofshipmentWearegladtoinformyouthatourproductsarebestsellerswithuniquedesignandsuperiorqualityWearelookingforwardtohearingfromyousoonYourssincerely上一页下一页返回Section3

Offers3.2

Non-firmoffers(offerswithoutengagement)Anon-firmofferisanunclear,incompleteofferwithanindicationofprice.Itisanofferwithreservation;therefore,itcanbesubjecttochangefreefromnotice.Thereisnobindingforceontheofferor.Anon-firmofferusuallybearsthesentenceslike“theofferissubjecttoourfinalconfirmation.冶Anditdoesnothavethetermofvalidity.上一页下一页返回Section3

OffersCaseFive:SpecimenLetterDearSirs,ThankyouforyourinquiryofApril28.Wearepleasedtosendyousamplesandallnecessaryinformation

Atyourrequest,wearepleasedtomakeyouanoffer,subjecttoourfinalconfirmation,asfollows:Commodity:“GoldenCock冶BrandBlanketCoverSize:180cm*200cmColor:AllkindsofcolorsQuantity:1,000piecesPrice:US＄25neteachpieceCIFSeoulShipment:DuringAugust/September上一页下一页返回Section3

OffersPayment:By100%confirmedirrevocableletterofcreditinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,theyareremainedvalidfornegotiationinTaiwanofChinatillthe15thdayaftershipmentAsyouwilllearnfromthecatalogueandthesampleswesentyouthatourBlanketCoverisaperfectcombinationforwarmth,softnessandeasycare,wearesurethatyoucangetbenefitfromourproductWelookforwardtoyourpromptreplyYoursfaithfully上一页返回Section4

Counter-offers4.1

Writtencounteroffers:acaseCaseSix:ASpecimenLetterDearSirs,WehaveacknowledgedthereceiptofyourofferfortheMen蒺sShirtsNo.8975datedDecember24.Regrettably,weareunabletoacceptyourofferasyourpricesareonthehighside.WealsohavesimilaroffersfromKoreanmake.Theirpricesare10%lowerthanyours.下一页返回Section4

Counter-offersWeknowyourproductsareofhighquality,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeus8%allowanceonyourprices.Otherwisewehavetodeclineyouroffer.Itshallbehighlyappreciatedifyoucanmakeaconcessionandfaxusyouracceptanceassoonaspossible.Yourstruly上一页下一页返回Section4

Counter-offers4.2

Oralcounteroffers:acaseCaseSeven:DialogueofaCounter鄄offerSunburst,Inc.,aMexicancompany,isnegotiatingacontractwithGemini,Ltd.,aChinesecompany,forthemanufacturingofPCmainboards.JohnLiuistheProductionManagerforGeminiandCynthiaChaseisthePurchasingManagerforSunburst.Cynthia:Whatisyourproductionsituationnow?Doyouhavethecapacitytoprovideuswithasubstantialnumberofunits?John:Providedthatyougiveussufficientnotice,wehavetheproductioncapacitytomeetyourneeds.Whatsortofquantitiesareyoulookingfor?上一页下一页返回Section4

Counter-offersCynthia:Weareconsideringaninitialquantityinexcessof200,000units,withadditionalsimilarquantitiesorderedonaquarterlybasis.John:Whatdidyouhaveinmindregardingspecifications?Cynthia:WewouldlikeunitsforbothP4andAMDCPUs.About20%wouldbeforentry-leveldesktops,40%wouldbeforbusinessuseandtheremaining40%formultimediause.Supposingweplacedanorderfor200,000unitsforthesecondquarterof2004andfollow-upordersof200,000unitsforeachofthefollowingthreequarters,whatunitpricecouldweexpect?上一页下一页返回Section4

Counter-offersJohn:Aslongasweareclearonyourspecificationsandhave30daysbeforebeginningproduction,wecouldofferaunitpriceofNT＄1,700

Cynthia:Ifwedoubledthenumberofunitsinourorder,whatdiscountontheunitpricecouldwereceive?John:BeforeIanswerthat,couldyoutellmewhatyouwerethinkingaboutintermsofdeliverydates?Cynthia:Wewerethinkingaboutdeliverydatesof120daysfollowingourorder

John:Ontheconditionthatwewouldhavesuchadeliveryperiod,wecouldoffera5%discountonthelargerorder

上一页下一页返回Section4

Counter-offersCynthia:Ifyoucouldofferan8%discount,thenwecouldagreetoplacethelargerorder.John:Supposingweofferedacompromisediscountof6.5%onthelargerorder,wouldthatsatisfyyou?Cynthia:IthinkwecanlivewiththatprovidingyousupplygoodtechnicalsupportanddocumentationinSpanish.John:Noproblem.Wecandothat.Cynthia:OK.It’sagreedthen.John:Thankyou.上一页返回Section5

Acceptance5.1

BasicrequirementsformakinganacceptanceIninternationaltradeanacceptancemustabidebythefollowingrequirements:(1)Anacceptancemustbeabsoluteandunconditional,whichistenderedonlybythepersontowhomtheofferismade.(2)Anactperformedbyanofferee,suchasthedeliveryofthegoodsorpaymentofthegoods,isalsoanacceptance.Otherwise,silenceorinactivityisbynomeansanacceptance.(3)Anacceptancemustbewithinthevalidperiodofafirmoffer.下一页返回Section5

Acceptance(4)Whenitreachestheofferor,theacceptancecomesintoforce.5.2

Writtenacceptance:acaseCaseEight:ASpecimenLetterDearSir,ThankyouforyourletterofDecember24offeringMen’sShirtsNo.8975atUS＄50perdozen,FOB5%CGuangzhou,whichistobepaidbyirrevocableL/Cpayablebydraftatsight.Wearepleasedtoinformyouthatallthetermsandconditionsareacceptabletous.Asatrialorder,wearedelightedtogiveyouasmallorderfor500dozensofcaptionedgoods(EnclosedpleasefindOrderSheetNo.0345).上一页下一页返回Section5

AcceptanceSopleasesendusacopyofyourSalesConfirmationforourcountersignature,andwewillhaveourirrevocableL/CestablishedthroughABCBankonceuponwereceiveit.Asweareinurgentneedofthecommodityforthesalesofthecomingseason,pleasemaketheshipmentbytheendofFebruary2008WehopethefirsttransactionwillprovetobesatisfactoryanditwillleadtofurtherbusinessbetweenusYoursfaithfully上一页返回Section6

ConclusionofaBusinessContract6.1

WritteninvitationtotheconclusionofadealCaseNine:ASpecimenLetterDearSir,ThankyouforyourorderofDecember28.We’regladtoconcludethistransactionofthesubjectgoodswithyou.Youmayrestassuredthattheshipmentwillbeeffectedontime.However,we’dliketoemphasizethatyourL/Cmustreachusbytheendofthismonth.Otherwise,shipmenthastobedelayed.下一页返回Section6

ConclusionofaBusinessContractWeencloseherewiththeSalesConfirmationinduplicate.Pleasecountersignandreturnusonecopyforrecords.Weappreciateyourcooperationandtrustthatourproductswillturnouttoyoursatisfaction.YourssincerelyAsforthespecificcontracts,herearetwoversionsofcontractsforreference,withthefirstonetobebilingualandthesecondoneinEnglish.Thetwosamplesgoasfollows上一页下一页返回Section6

ConclusionofaBusinessContract6.2

ThefirstsampleofasalescontractSALE/PURCHASECONTRACT(销售/采购合同)日期:合同号码:Date:ContractNo.:买方:(TheBuyers)卖方:(TheSellers)地址:(Address)地址:(Address)邮编:(PostCode)邮编:(PostCode)电话:(TEL)电话:(TEL)传真:(FAX)传真:(FAX)联系人:(ContactPerson)联系人:(ContactPerson)兹经买卖双方同意按照以下条款由买方购进、卖方售出以下商品:上一页下一页返回Section6

ConclusionofaBusinessContractThiscontractismadebyandbetweentheBuyersandtheSellers;wherebytheBuyersagreetobuyandtheSellersagreetoselltheunder鄄mentionedgoodssubjecttothetermsandconditionsasstipulatedhereinafter:(1)商品名称:NameofCommodity:(2)数量:Quantity:(3)单价:Unitprice:(4)总值:TotalValue:上一页下一页返回Section6

ConclusionofaBusinessContract(5)包装:(5)包装:Packing:(6)生产国别:CountryofOrigin:(7)支付条款:TermsofPayment:(8)保险:Insurance:(9)装运期限:TimeofShipment:上一页下一页返回Section6

ConclusionofaBusinessContract(10)起运港:PortofLading:(11)目的港:PortofDestination:(12)索赔:在货到目的口岸45天内如发现货物品质、规格和数量与合同不符,除属保险公司或船方责任外,买方有权凭中国商检出具的检验证书或有关文件向卖方索赔换货或赔款。Claims:Within45daysafterthearrivalofthegoodsatthedestination,shouldthequality,specificationsorquantitybefoundnotinconformitywiththestipulationsofthecontractexceptthoseclaimsforwhichtheinsurancecompanyortheownersofthevesselareliable,上一页下一页返回Section6

ConclusionofaBusinessContracttheBuyersshallhavetherightonthestrengthoftheinspectioncertificateissuedbytheC.C.I.CandtherelativedocumentstoclaimforcompensationtotheSellers(13)不可抗力:由于人力不可抗拒的原由发生在制造、装载或运输的过程中导致卖方延期交货或不能交货者,卖方可免除责任。在不可抗力发生后,卖方须立即电告买方及在14天内以空邮方式向买方提供事故发生的证明文件。在上述情况下,卖方仍须负责采取措施尽快发货ForceMajeure:Thesellersshallnotbeheldresponsibleforthedelayinshipmentornon鄄deliveryofthegoodsduetoForceMajeure,whichmightoccurduringtheprocessofmanufacturingorinthecourseofloadingor上一页下一页返回Section6

ConclusionofaBusinessContracttransit.ThesellersshalladvisetheBuyersimmediatelyoftheoccurrencementionedaboveandwithinfourteendaysthereaftertheSellersshallsendbyairmailtotheBuyersfortheiracceptanceacertificateoftheaccident.UndersuchcircumstancestheSellers,however,arestillundertheobligationtotakeallnecessarymeasurestohastenthedeliveryofthegoods.上一页下一页返回Section6

ConclusionofaBusinessContract(14)仲裁:凡有关执行合同所发生的一切争议应通过友好协商解决,如协商不能解决,则将分歧提交中国国际贸易促进委员会按有关仲裁程序进行仲裁。仲裁将是终局的,双方均受其约束,仲裁费用由败诉方承担。Arbitration:AlldisputesinconnectionwiththeexecutionofthisContractshallbesettledfriendlythroughnegotiations.Incasenosettlementcanbereached,thecasethenmaybesubmittedforarbitrationtotheArbitrationCommissionoftheChinaCouncilforthePromotionofInternationalTradeinaccordancewiththeProvisionalRulesofProcedurepromulgatedbythesaidArbitrationCommission

上一页下一页返回Section6

ConclusionofaBusinessContractTheArbitrationCommitteeshallbefinalandbindinguponbothparties,andthearbitrationfeeshallbebornebythelosingparties

买方:Thebuyers卖方:Thesellers日期:Date日期:Date上一页下一页返回Section6

ConclusionofaBusinessContract6.3

ThesecondsampleofasalescontractSALESCONTRACTNo.

Date:THESELLER:THEBUYER:ThisContractismadebyandbetweentheBuyerandtheSeller,wherebytheBuyeragreestobuyandtheSelleragreestoselltheunder-mentionedcommodityaccordingtothetermsandconditionsstipulatedbelow:上一页下一页返回Section6

ConclusionofaBusinessContract上一页下一页返回Section6

ConclusionofaBusinessContractDocuments:+Invoicesignedininkintriplicate.+PackingListintriplicate.+Fullsetofcleanon-boardoceanBillsofLadingmarked“freighttocollect,”madeouttotheorderoftheShipper,blankendorsed,notifyingtheBuyer

+CertificateofOriginissuedbyChamberofCommerce

+Seller’sCertifiedCopyofFaxdispatchedtotheBuyerwithinonedayaftershipmentadvisingname,quantityandamountofgoods,numberofpackages,nameofvesselandvoyageNo.,anddateofshipment.上一页下一页返回Section6

ConclusionofaBusinessContractOtherTerms:(omitted)Thiscontractismadeintwooriginalcopiesandbecomesvalidafterbothparties’signature,onecopytobeheldbyeachpartySignedby:THESELLER:

THEBUYER:DATE:

DATE:上一页返回Section7

CaseStudy:ShoppingToteBagNegotiations7.1

PartiesinvolvedinthecasePartyA:CompanyL,aUStradingcompanyPartyB:CompanyP,abagsupplierwhichwaslocatedinXiamen,ChinaPartyC:CompanyX,alocalsupermarketinLA,theUS7.2

IssueCompanyX,asupermarket,placedapurchasedorderof50,000piecesofnon-wovenshoppingtotebags(手提包,手提袋)toCompanyL,atradingcompany.AccordingtoCompanyP,thesupplier,thematerialMOQ(minimumorderquantity)forthisorderwasatleast300,000pieces.CompanyPwasoneofthemostimportantsuppliersforcompanyL

下一页返回Section7

CaseStudy:ShoppingToteBagNegotiationsItprovidedhighqualitybagsatareasonableprice.Theshoppingtotebagwasanon鄄popularitem.CompanyLdidn’twanttocarryanystock,buttheywouldliketoaccepttheorderasitwasaniceorderwithgoodprofitmargin,andalsothecompanyneededaclientlikecompanyX.7.3

BackgroundTheinternationaloilpricewasskyrocketing.MeanwhilethecontinuousRMBexchangeratereformandincreasinglaborcosthadbeenpushingtheproductioncosthigherandhigher.Therefore,Chinesemanufacturerscontinuedincreasingprice.Insomeextremecasesthesupplierrequesteda5%-10%ofpriceincreasejustonthenextweek.上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiations7.4

Phase1(quotation)Afterreceivingthe50,000piecesshoppingtoteorderfromX,companyLsenttheenquirytosomeofthebagsuppliers.TheyfoundthatPprovidedthebestprice.Themajorproblemwasthatalmosteverysupplierprovidedwiththesame-MOQ—3,000,000pieces,toolargeforthisorderThereasonwasthatthenon-wovenshoppingtotematerialwasfromthesamerawmaterial,aspecialtypeofpolyester.Therawmaterialwasmadefromoil.Theupstreammaterialsupplier(e.g.PetroChina)washugeandverypowerful.ThereforetheirpriceandMOQwerenotnegotiable.Thebagfactorieshadtotakethelargequantity.上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiationsUnfortunately,thematerialisnotpopularforbags.Asaresult,noneofthemwouldliketocarrythestockforfutureorders.CompanyLdecidedtodealwithPonlyforthisorder.ThepricewasgoodandothertermsexceptMOQwerealsosatisfied.PinsistedontheMOQandcompanyLinsistedontheirs.Thenegotiationwasstuck.7.5

Phase2(negotiationwithclientX)Xwasafamouslocalsupermarketwhichhadsomeseasonalmarketingcampaigns.XwastoldtheproblemofMOQ.CompanyLbroughtforwardthattheywillcarrytherestofmaterialasstockfornow,assoonasXpromisestobuyallofthemwithinthisyear.Xdidn’twanttotakeallthetotesatonetime.上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiationsButtheycan’tcanceltheordersincetheyhadalreadystartedthepromotioncampaignandthetotewasprintedontheproductcatalogue.Inlaternegotiations,Xagreedtoraisetheorderquantityandsplitthetotalorderintoseveralwhichwouldrelievethepressureofheavystock.Theorderquantityincreasedto200,000andXaskedforabetterpriceforreturn.Theywouldsplittheorderinto4shipments:50,000piecestobeshippedasscheduled,50,000piecestobeshippedtwomonthsafter,andsoon.上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiations7.6

Phase3(furthernegotiationwithP)However,intheindustry,usuallythebuyerwillpaythesellerupongooddelivery.BecausetheRMB/USDexchangeratewasrisingrapidlyattheperiod,itwasriskyforthesuppliertoacceptafixedUSdollarpriceifthepaymentwouldbemadeseveralmonthslater.Afterlongnegotiations,thecompanyagreedtobuy250,000piecesatthefixedpriceonRMBbasis,andthepaymentwouldbemadeinUSdollarupondeliveryaccordingtothecurrentexchangerate;asareturnPshouldcarry50,000piecesinstock,andacceptthesplitshipmentterm上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiations7.7

FinaloutcomeCompanyXreviseditscontracttocompanyL:ablanketorder(总订单)200,000piecesshoppingtotewith4shipments.CompanyLplacedanordertoCompanyP:ablanketorderof250,000pieceswith4shipments.Paymentterms:theUSdollarpricewouldvaryaccordingtothelatestRMB/USDexchangerate.CompanyPcarried50,000piecesasstock.CompanyLcarried50,000piecesaswell.Later,CompanyLmanagedtosellthe100,000piecestootherUSclients.上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiations7.8

CaseanalysisFromthiscaseabove,wecanlearnthatininternationalbusinessnegotiations,negotiatorsaresupposedtoseekthecommongroundandmeettheneedsofeachnegotiatingpartyForinternationalbusinessnegotiations,theremaybealotofroundsofnegotiations,andnegotiatorsshallmakegooduseoftheircollectedinformationandcarryouteachofthephasesofthenegotiationscarefully,skillfully,andthoughtfullytomakethenegotiationsgoonsmoothlywithmutualbenefitsforeachsideIntheprocessofnegotiations,negotiatorsneedtolearntomakegoodandproperconcessionsandmaximizetheinterestsofeachofthenegotiatingparties上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiationsSummary:Inthischapter,thebriefintroductionofthelinksofinternationalbusinessnegotiationsisofferedatthebeginning,andthefivespecificlinksofinternationalbusinessnegotiations,namely,enquiry,offer,counteroffer,acceptance,andagreementconclusionareexploredanddiscussedrespectivelywithduecasesexplainedindetail.Generallyspeaking,forallofthefivelinksexceptacceptanceandagreementconclusion,bothoralandwrittenwaysofenquiries,offers,andcounteroffersareintroducedwithcertainexplanations.Basicrequirementsformakinganacceptanceareexploredandacaseoffered.Therearetwosamplesofthebusinesscontractillustratedhere.上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiationsWhat’smore,acasestudyonshoppingtotebagnegotiationswithsomecaseanalysisissharedforabetterunderstandingoftheknowledgeinthischapter.Chineseexplanationsofthekeywordsandexpressionsinthischapter:(1)Enquiry(询盘),也叫询价,是指交易的一方准备购买或出售某种商品,向对方询问买卖该商品的有关交易条件。询盘的内容可涉及价格、规格、品质、数量、包装、装运及索取样品等,而多数只是询问价格。所以,业务上常把询盘称作询价。询盘不是每笔交易必经的程序。如果交易双方彼此都了解情况,不需要向对方探询成交条件或交易的可能性,则不必使用询盘,可直接向对方发盘。询盘可采用口头或书面形式。上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiations(2)Offer(发盘),亦称报盘、发价、报价,法律上被称为“要约冶。发盘既可以是应对方询盘的要求发出,也可以是在没有询盘的情况下,直接向对方发出。一般是由卖方发出的,但也可以由买方发出,业务称其为“递盘冶。交易一方欲购买或出售某种商品而向对方提出交易条件,表示愿意按此达成交易的行为。通常由卖方提出,也可由买方提出(又称递盘)。发盘有实盘(firmoffer)和虚盘(non鄄firmoffer)两种。实盘是发盘人承诺在一定期限内,受发盘内容约束,非经接盘人同意,不得撤回和变更。如果接盘人在有效期限内表示接受,则交易达成,实盘内容即成为买卖合同的组成部分。一个完整的实盘应包括明确肯定的交易条件,如商品名称、规格、数量、价格、支付方式、装运期等,还应有实盘的有效期限并应明确发盘为实盘。虚盘是发盘人有保留地表示愿意按一定条件达成交易,不受发盘内容约束,不做任何承诺,通常使用“须经我最后确认方有效冶等语以示保留。上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiations(3)Counteroffer(还盘),是指受盘人不同意发盘中的交易条件而提出修改或变更的意见,在法律上叫反要约。还盘实际上是受盘人以发盘人的地位发出的一个新盘。原发盘人成为新盘的受盘人。换言之,还盘是受盘人对发盘的拒绝,发盘因对方还盘而失效,原发盘人不再受其约束。还盘可以在双方之间反复进行。还盘的内容通常仅陈述需变更或增添的条件,对双方同意的交易条件无须重复。(4)Acceptance(接受),是指受盘人在发盘的有效期内,无条件地同意发盘中提出的各项交易条件,愿意按这些条件和对方达成交易的一种表示。接受在法律上称为“承诺冶。接受一经送达发盘人,合同即告成立。双方均应履行合同所规定的义务并拥有相应的权利。上一页下一页返回Section7

CaseStudy:ShoppingToteBagNegotiations接受是交易磋商的过程之一。如果交易条件简